Customer Account Manager – Alternate Channel

This is a fully remote position, open to applicants in United States.

📋 Description

• Sell, negotiate, and implement business strategies across various alternative channels.

• Develop compelling sales narratives utilizing business intelligence data.

• Propel new business initiatives and expand channels across airports, theme parks, sports and entertainment venues, hospitality, higher education, healthcare, and other alternative sectors.

• Enhance and optimize current accounts through strategic business planning, assortment growth, promotional execution, and data-driven account management.

• Formulate scalable channel strategies based on consumer insights, cross-functional collaboration, and distributor partnerships.

• Design new-item presentations with data-specific content to secure and maintain shelf space.

• Generate and adjust sales forecasts for each product category.

• Negotiate monthly promotions with customers.

• Comprehend customer contracts and operate within guidelines to ensure adherence to policies.

• Oversee trade spending to maximize profitability while nurturing customer relationships.

• Evaluate the effectiveness of promotions through data analysis.

• Implement Dreyer’s Grand Ice Cream priorities.

• Work collaboratively with Customer-Facing Supply Chain, Finance, Category Sales Development, and other departments.

• Inspect products in retail locations, provide feedback on retail experiences, and address issues as necessary.

• Maintain regular customer engagement to execute annual plans, secure distribution, activate customer category strategies, support shopper marketing, and resolve service-level or product-quality concerns.

• Identify discrepancies between customer plans and feedback, and suggest appropriate solutions.

• Ensure the attainment of customer targets and KPIs, including category growth, sales performance, customer service, and stock levels.

• Create and implement strategic business-development plans.

• Foster relationships with both prospective and existing customers through engagement, business reviews, industry networking, and collaborative planning.

• Recognize market gaps, competitive threats, and emerging channel trends, then devise and present solutions.

• Lead activities such as prospecting, pipeline management, customer presentations, contract negotiations, and onboarding processes.

• Collaborate cross-functionally on customer strategies, new product launches, and growth initiatives.

• Achieve business-development KPIs, including new account acquisitions, revenue increase, distribution improvements, volume growth, profitability, and customer retention.

• Monitor net sales, trade spending, market share growth, gross margin, forecasting precision, and accuracy in promotional-plan reporting.

⛳️ Requirements

• Experience in managing or selling to non-traditional retail channels such as airports, hospitality, theme parks, sports and entertainment venues, foodservice, higher education, healthcare, or other alternative sectors.

• Familiarity with collaborating with GPOs to generate centralized product demand.

• A strong network of industry contacts and decision-makers within key alternative channels.

• A proven history of securing new placements, expanding distribution, and achieving profitable growth.

• Demonstrated success in developing new business while enhancing existing accounts through customer partnerships, distributor management, and joint business planning is highly preferred.

• Capability to take initiative, identify customer challenges, recommend solutions, and execute resolutions effectively.

• Proven ability to cultivate effective relationships with customers and internal teams.

• Strong negotiation skills to create mutually beneficial outcomes.

• Excellent oral, written, and interpersonal communication skills.

• Ability to meet performance objectives with minimal direction and supervision.

• Proficient forecasting abilities.

• Capability to research data from Circana, Power BI, Numerator, Kwikee, Run Report, and Trade Rate Report.

• Experience in the ice cream category is preferred.

• A college or undergraduate degree is preferred.

🏝️ Benefits

• Remote-based position

• Opportunities for career advancement and business leadership development

• Hands-on experience in Sales, Marketing, Operations, Finance, and Supply Chain

• An equal opportunity employer that values diversity